Helping Clients Succeed®
Closing the Sale
Helping Clients Succeed®: Closing the Sale
Close more sales by applying the mindsets and skillsets of proven top performers.
Closing the Sale helps sales professionals improve their win rates by enabling their clients to make better decisions. With it, your salespeople will be far more likely to achieve mutually beneficial outcomes so that closing the sale becomes an enjoyable and rewarding process for everyone.
Start Closing the Sale
Research from CSO Insights showed that only one out of six sales presentations had greater than a 50/50 chance of resulting in a sale. Why is that?
After more than a decade of working with sales professionals all over the world, we have observed that there are two common mistakes that keep many sales professionals from winning more deals:
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- They present to open, rather than to close
- Their presentations are information rich and decision poor
What Top Sales Performers Do
The top 5% of sales professionals approach closing differently. They understand that closing is much more than a single event. Rather, it’s a process of successful decision-making that happens long before the contract is ever signed, and winning or losing the sale depends on whether they have—or have not—added value to that decision-making process.
Closing Is Not an Event...
It's a Process
“Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction”.
-Randy Illig, Co-author, Let's Get Real or Let's Not Play
Sales Training for Helping Clients Succeed: Closing the Sale
Helping Clients Succeed: Closing the Sale
Course Details
How Will You Benefit?
Your salespeople will dramatically improve their win rates when they adopt these mindsets and skillsets:
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- Sell with the intent to achieve win-win outcomes.
- Carefully prepare before every client meeting in order to create the conditions for good decision making.
- Spend less time talking at the client and more time discussing with the client those decisions that will best serve the client’s needs.
- Follow a simple, reliable process to determine when they are ready to close.
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